Start a conversation ↗

Description

Customer Credit Risk: Assessing Solvency, Securing and Recovering Receivables

Reducing bad debt by acting at order intake rather than at the collections stage

  • 2 days — 14 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

An unpaid invoice is set up long before its due date: a customer opened without analysis, payment terms negotiated by the sales team alone, an invoice issued with incomplete details. By the time follow-up begins, the receivable has already aged and the margin on the deal has been consumed.

Two days to put in place a complete customer credit risk chain: assessing solvency before opening an account, setting a credit limit, securing the order, then organising follow-up through to recovery. The tools built during the session are a scoring grid, a structured dunning sequence and a receivables dashboard.

Learning objectives

  • Analyse a customer's solvency using financial statements and external sources
  • Set a credit limit and define the associated payment terms
  • Secure a receivable through appropriate guarantees and contractual clauses
  • Organise a progressive and fully traceable dunning sequence
  • Monitor customer receivables using the ageing balance and payment periods
  • Escalate to formal recovery action at the right moment

What makes this programme different

A customer scoring grid is built and then applied to an anonymised portfolio
The dunning sequence is rehearsed by telephone with different debtor profiles
Cooperation between sales and credit management is worked through on a contentious account

Programme

1Assessing Customer Solvency

Deciding before you sell

  • Sources of financial and behavioural information
  • Rapid review of a customer's financial statements
  • Signs of fragility and early warning indicators
  • Building an internal scoring grid
  • Handling new customers and group structures

2Credit Limits and Securing the Sale

Framing the exposure

  • Setting and reviewing a credit limit
  • Terms and conditions of sale and useful clauses
  • Guarantees and securities commonly obtained in the region
  • Credit insurance and factoring
  • Approval route for exceptions and waivers

3Invoicing and Follow-Up

Getting paid on the due date

  • Invoice quality and frequent causes of dispute
  • Dunning sequence and action calendar
  • Written follow-up and telephone follow-up
  • Handling disputes that block payment
  • Traceability of exchanges and evidence of the debt

4Receivables Monitoring and Recovery

Tracking in order to decide

  • Ageing balance and average collection period
  • Accounts receivable dashboard
  • Provisioning and write-offs
  • Formal notice and amicable recovery
  • Moving to recovery through the competent courts

Who is it for

Credit managers · accounts receivable accountants · sales support officers and finance and administration managers.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.